1) What is the main focus of Giuseppe Conte's company? a) Digital advertising b) Negotiation and influencing training c) Marketing strategy d) Human resources management 2) In the personal example shared by Giuseppe Conte, what was his role in the procurement project? a) Sales representative b) Marketing manager c) Engineering specialist d) Procurement manager 3) Why did Giuseppe Conte prepare a negotiation document with detailed questions? a) To test the engineering colleagues b) To confuse the supplier c) To avoid misalignment in the negotiation d) To impress his colleagues 4) How did Giuseppe Conte attempt to align with his engineering colleagues before the negotiation? a) He waited for their arrival at the meeting b) He visited them personally c) He sent the negotiation document once d) He called them multiple times 5) What lesson did Giuseppe Conte suggest about collaboration before a negotiation? a) Clarifying roles upfront can enhance participation b) Playing good guy/bad guy technique is not effective c) Alignment should be done at the last minute d) Different roles in the meeting are not necessary 6) Why is it important to clarify roles before a negotiation meeting? a) To enhance effectiveness and clarity b) To assign blame later c) To create confusion d) To limit participation 7) According to Giuseppe Conte, what should be done if new elements arise during a negotiation? a) Ignore them b) Discuss with the team and realign with a pause c) End the negotiation immediately d) Keep negotiating without pause 8) What suggestion did Giuseppe Conte give to ensure effective negotiation alignment? a) Meet the supplier without alignment b) Start alignment process just before the negotiation c) Communicate only via email d) Take time to align well ahead of the negotiation 9) What was the consequence of Giuseppe Conte's engineering colleagues arriving late for the meeting? a) The supplier left before the meeting started b) Alignment was achieved effortlessly c) The negotiation went smoothly d) The meeting started with no alignment 10) Where can additional information on negotiation and influencing be found according to Giuseppe Conte? a) Physical books only b) Social media channels c) Direct message Giuseppe Conte d) Online website www.c-abl.com

Advanced Business Learning

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